Negotiation Reflection

All of us negotiate all the time, at work, at home, with colleagues, counterparts, family, and friends. We hope to learn from experiences and build our negotiation skills to become better negotiators, but do these experiences help us to improve? Unfortunately, an honest assessment suggests that the answer is often “no.” Reading about negotiation theories is no guarantee of improvement or having more experience negotiating does not necessarily make someone a better negotiator. Instead, most of us seem to not notice the learning opportunities we are surrounded with due to lack of attention (http://lawweb.colorado.edu/profiles/pubpdfs/peppet/learning.pdf Page 1).
We assess ourselves and others in our day to day activity, for example at work, under performance review. When it comes to negotiating there are many methods and instruments, but preparation is the key for effective negotiation. Successful preparation composes of three general abilities, which are self-assessment, assessment of the others and assessment of the situation(M&H: Pg 13). During class we practiced two methods of self-assessment, which are Thomas Kilmann Conflict Instrument (TKI) and Myers Briggs. The Thomas-Kilmann Conflict Instrument (TKI) assesses an individual’s behavior in conflict situations in which the concerns of two people appears to be incompatible. In conflict situation, we can describe a person’s behavior along with two basic measurements called Assertiveness and Cooperativeness. These two measurements of behaviors can be used to define five methods, which are Competing, Collaborating, Compromising, Accommodating and Avoiding (TKI Book). It’s vital to better understand our choices and results in conflict situations. We use some modes more readily than others,…...

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...edition of Negotiation: Readings, Exercises and Cases by Lewicki, Saunders, and Barry. This article provides an excellent overview of negotiation techniques, avoiding impasses, and avoiding the pitfalls of hidden assumptions. This article is written for practitioners that conduct negotiations or plan to conduct negotiations in the future. The authors’ do not provide any reference to the academic literature (or any references at all). The portions of this article that cover negotiation techniques and avoiding impasses seem to provide a very thorough list of techniques, but the description of these techniques is generally limited to only one or two paragraphs. The portion of the article that describes avoiding the pitfalls of hidden assumptions is vague and lacking in substance. In addition, there is a glaring factual error in one of the examples provided by the authors, which may imply that there are other errors in this article. Despite these issues, Nierenberg and Calero (2009) have provided an excellent introductory overview of negotiation techniques and techniques to avoid impasses. This article is excellent reading for those that conduct negotiations in the performance of their job as well as those that are involved in negotiations for the myriad circumstances of day to day life.
Nierenberg and Calero have conducted negotiations for several years and held hundreds of negotiation seminars (Nierenberg and Calero, 2009). This article describes negotiation......

...In the dynamic world of business, negotiations often involve incredibly complex
proceedings that are determined by a myriad of diverse factors. Four specific features of the
negotiation framework, namely power, trust, emotions and culture, intrigued us extensively, and
so we sought to examine the impact that these factors had on the course of a negotiation, paying
particular interest to the tactics employed and its effectiveness at the bargaining table. To achieve
our objective, we interviewed three successful working professionals with diverse corporate
experiences and backgrounds (Refer to Appendix A).
Power/Influence in Negotiations
Past researches have examined the ways in which persuasion and influence were employed
in negotiations, either through direct or subtle means, to achieve desired outcomes. This can be
achieved when power is strategically employed in the negotiation process to effectively orientate
and influence the counterparty in one way or another. The employment of power in a negotiation
can best be described as “the capabilities negotiators can assemble to give themselves an advantage
or increase the probability of achieving their objectives” (Lewicki, Saunders & Barry, 2011).
The concept of power as an underpinning construct within the negotiation framework can be
largely explicated by the underlying mechanics encircling power distribution. Parties entering a
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...The Handbook of Negotiation and Culture
Michele J. Gelfand Jeanne M. Brett Editors
STANFORD BUSINESS BOOKS
The Handbook of Negotiation and Culture
The Handbook of Negotiation and Culture
Edited by miche le j. ge lfand and jeanne m. brett
Stanford Business Books
An imprint of Stanford University Press Stanford, California 2004
C Stanford University Press Stanford, California C 2004 by the Board of Trustees of the Leland Stanford, Jr., University. All rights reserved.
No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying and recording, or in any information storage or retrieval system without the prior written permission of Stanford University Press. Printed in the United States of America on acid-free, archival-quality paper Library of Congress Cataloging-in-Publication Data The handbook of negotiation and culture / edited by Michele J. Gelfand and Jeanne M. Brett. p. cm. Includes bibliographical references and index. isbn 0-8047-4586-2 (cloth : alk. paper) 1. Negotiation. 2. Conﬂict management. 3. Negotiation—Cross-cultural studies. 4. Conﬂict management—Cross-cultural studies. I. Gelfand, Michele J. II. Brett, Jeanne M. bf637.n4 h365 2004 302.3—dc22 2003025169 Typeset by TechBooks in 10.5/12 Bembo Original printing 2004 Last ﬁgure below indicates year of this printing: 13 12 11 10 09 08 07 06 05 04
Contents
List of Tables and Figures Foreword Preface xi xv
ix
...

... Weaver
09Mar13
Negotiation is a key art in the modern business world, none more so than in an investment stage start up where I currently work. These negotiation strategies range from being able to secure the best possible deal for oneslf in a ruthless winner take all style of negotiation to the everybody wins, collaborative style of negotiation. The question we must answer though, is how can negotiation be viewed outside of a business contract contect but rather within our day to day work routines and particularly in resolving workplace conflict.
In the book, 5 Dysfunctions of a Team author Patrick Leoncioni discusses workplace conflict in a positive, challenging manner (ref). I find myself in agreement with this mindset but negotiation can assist us when discussing viewpoints that are in disagreement. There are two theories that are critical in the negotiation process. They are the BATNA in a negotiation, that is the best alternative to a negotiated agreement which refers to the bottom line. If a negotiated agreement isn't better than the BANTA there is absolutely no reason for us to accept it. The other serious consideration is the negotiator's dilemna which details that movement toward a consensus of mutual gain reduces the individual self-gain and therefore self gain can restrain movement toward the mutual (Hellreigel & Slocum, 2011). It is this latter theory that most likely contributes to the majority of failed workplace conflict negotiations.
However, let us......

...NEGOTIATIONS CASE ANALYSIS
Negotiations Case Analysis
Negotiations Case Analysis
Introduction
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Discussion
Financial Findings
The financial findings of the merger between CMI and CTS show that CMI has a budget approved which is more than what CTS' owners are asking for. Whereas, Randall is striving enthusiastically to give the lowest possible price so as to purchase CTS. In order to, completely acquire CTS at a reasonable price; CMI does not want to spend more than $600,000 along with the book value of CTS. As per Randall CTS's worth is around $625,000. Though CMI's parent company has approved a budget of nine million for the acquisition.
Resistance points from CTS
The resistance points that CTS have are that the offer of CMI is very low, and CTS is demanding more than its actual worth. As CTS are striving in order to get a favourable offer from Randall's side. Secondly, of CTS has to satisfy their concerns regarding their ownership stake after the complete acquisition. As they want to...

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Preparing for a Successful Win-Win Negotiation
Depending on the scale of the disagreement, some preparation may be appropriate for conducting a successful negotiation.
For small disagreements, excessive preparation can be counter-productive because it takes time that is better used elsewhere. It can also be seen as manipulative because, just as it strengthens your position, it can weaken the other person's.
However, if you need to resolve a major disagreement, then make sure you prepare thoroughly.
Before you start negotiating you some points must be determined:
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• Trades: What do you and the other person have that you can trade? What do you each have that the other wants? What are you each comfortable giving away?
• Alternatives: if you don't reach agreement with the other person, what alternatives do you have? Are these good or bad? How much does it matter if you do not reach agreement? Does failure to reach an......

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During meeting 2, FD walked into the negotiation with a poor BATNA: no agreement meant FD risked losing all its Conquip business to FF. Conquip seemed to have a strong BATNA: the company could easily switch to FF filters. However, de Winter convinces Conquip of the value of LEIF’s innovative technology, and Conquip knew they wouldn’t have suppliers that would be equivalent to the patented LEIF product (Chang, Chung, & Van de Vyver, 2014).
Both FD and FILTECH stated they could meet Conquip’s 10 percent price cut demand over three years and still enjoy healthy margins (Chang, Chung, & Van de Vyver, 2014).
The Downside to the Negotiation
Sometimes, even with the best of intentions and skill, a principled negotiator cannot bring the other side around. Sometimes, the other side simply won't play fair and use bullying, psychological warfare, or deliberate deception tactics (DAU, 2014).
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Everest University Online
Professor Zapalski
There are many different types of negotiations. I will be discussing what type of negotiation instrument is demonstrated with the following example. This involves Bob’s Auto Emporium. You are interested in buying a new car and Bob let’s you use one of his cars off his lot for a week. Once your week is up, you return the car to Bob and he gives you a document stating the following: May 1, 2015, I promise to pay to the order of Bob's Auto Emporium $20,000 (Twenty thousand dollars) with interest at the rate of 7% per annum. What type of negotiation instrument does this represent?
I believe that this is an example of a promissory note. A promissory note is a written promise by one party to pay another party a specified sum. By Bob giving the note that states a promise is what makes this negotiation a promissory note. This is a negotiable instrument because it has all of the following. The document is in writing, an unconditional promise or order to pay, and states a fixed amount of money. I assume that the maker of this document (Bob) has signed it before giving to you to sign it as well. Once you put your signature on this paper you are going to be held accountable in a court of law. This negotiation does meet some of the requirements of the UCC, but not all of them. However, this does not affect the fact that it is a promissory note....

...| Budget MotelIntegrative Negotiation |
| |
| Winnie Wang Hotel Owner 2/2/2015 |
| In this case, I negotiated with Ilyas Abayev, who was playing the role of a representative |
| for Green Roof Inn. The negotiation started off rocky and unfortunately, never really |
| recovered. I felt rather uncomfortable from the start and I think that affected our |
| ability, or rather lack of, to come to a compromise. We could not reach a conclusion |
| and because of the tension in our negotiation, it made it easier for me to walk away. I did |
| not want to help him, especially if it meant some sacrifice on my part. |
| |
| We were unable to create any sort of value in this case. Although unknown at the time, |
| our bargaining zones had zero overlap, but because as the hotel owner, I was looking |
| for a place to live, but any Green Roof Inn property provides housing for its general |
| managers. Had Ilyas and I been more open with our communication and developed |
| some form of trust, we may have found common ground. Because I felt guarded and |
| confused, I had a hard time finding things that would be mutually beneficial. Had the |
| Green Roof Inn provided me and my spouse housing, then I would’ve been more willing |
| to take a lower offer because I would not have as many expenses. |
| |
| Ilyas started off very “relaxed” about everything, even before the negotiation started. He |
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...The Art of Negotiation
Goals & Objectives:
To list examples that require successful negotiating skills in your personal and professional
life
To explain the elements of successful negotiation
To describe the barriers to successful negotiation
Outline:
Elements of Successful Negotiation
Preparation
Preparation Goals
Preparation Limits
Communication Skills
Active Listening
Clarity
Body Language
Emotional Control
Final Negotiations – Closing the Deal
Final Tips
Traits of a Great Negotiator
Successful Techniques
Unsuccessful Techniques
Summary
The Art of Negotiation
Objectives:
Successful negotiation is an art form that comes naturally to some, but must be learned by most.
This module will discuss skills necessary to successfully negotiate goals and objectives in your
personal and professional life.
Skills will be broken down into specific elements that may enhance or impede any outcome.
Introduction
If we poll an audience and ask them for the first thought that comes to mind when they think of
the term ‘negotiation’, the most often responses will include labor, contract or political
negotiations. Yet negotiations play a major role in all aspects of our professional and personal
lives.1
In the workplace we negotiate with our patients and their families and friends to obtain their full
consent and cooperation. We negotiate with our peers, managers, physician staff and other
healthcare workers, state and federal regulators and the list goes...

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Cross cultural negotiations are complex and involve both personal and cultural – they have an impact on both perception of conflicts and the methods used to solve them.
Many factors influence the outcome of cross-cultural negotiations and should be considered before entering into negotiations with another culture. Negotiators who understand certain aspects of cross-culture negotiations have the advantage over the negotiator who is not well prepared to negotiate with their foreign counterpart. I will discuss a few negotiation factors which constitute a basic framework for identifying cultural differences that was presented during the cross cultural team presentations.
Cultures have different views and reasons for setting their goals in negotiations; for example in North America the goal of any business negotiation is to reach a substantive outcome; time is money and the outcome of reaching an agreement is quick and formal. In Italy, quite the contrary is true; the goal for a negotiation is to focus on building long lasting and trustful relationships. Don’t expect to reach an agreement quickly; negotiations with Italians take long, fostering trust comes before reaching an agreement. Communication, both verbal and non-verbal play a very important part of the negotiation process and can hinder the progress of a successful negotiation......

...Negotiations occur more often in our lives than we think they do. Whether it a major negotiation on how to divide property or resources to how much one is willing to pay for a purchase, negotiation is part of the process to come to an agreement. Sometimes people don’t realize that certain situations can be negotiated and fail to do so. I’ve learned that everything in life is negotiable and one doesn’t have to settle for the first initial offer.
Negotiation isn’t always a win-lose situation it can be a win-win situation where both parties can both find a suitable solution to a difficult problem and can be creative where solutions also can be invented to meet intentions of the parties involved. When negotiations are dependable on both parties to achieve their own preferred outcome it is referred to as interdependent and has potential consequences resulting in conflict. Negotiation happens on many levels and other factors play an important role when setting the scene for a negotiation. The important factors that shape a negotiation happen before the actual act of negotiating. Different types of perception and emotions have an effect on individuals and can be based on stereotyping, culture, selective perception, and projection. It is important to be aware of those types of barriers when negotiating to set the tone of the negotiating process.
One particular situation that I had to use my negotiating skills occurred when I was employed as a store manager for a very popular shoe...

...Article Analysis: The Chinese Negotiation
Jamelia Harper-McGee
3-27-12
MGT/445
Sandra Sessoms-Penny
Article Analysis: The Chinese Negotiation
The name of the article that I read was "The Chinese Negotiation", it discussed the cultural values of Americans (Westerners) and the Chinese and touches on the fact that the way they view each others values affects their negotiations being that their approaches often appear incompatible. In order to do this research, a business trip to China is taken. Their goal in doing this was to "help Western and Chinese negotiators learn to work together more efficiently with mutual respect and gain the ultimate prizes".
The Chinese have four thick threads of culture that differentiate them from Americans. The first thread is Agrarianism. The US population is mostly urban and most of the Chinese population still lives in rural areas where their traditional agriculture is peasant farming and their survival depends on group harmony. The Chinese moral values express themselves in their negotiating style. Chinese negotiators are more concerned with the process than the overall goal and believe in haggling until a compromise is made. Americans tend to take things more to the heart and will argue their side of what they feel is right or wrong and sometimes will get angry. The second thread is morality. They had what is called “The writings of Confucius" which served as the foundation of Chinese......

...A negotiation performs many roles in life and is a skilled art that demonstrates the ability to reach a mutual agreement inadvertent of the situation. Regardless of personality type, the ability to negotiate is widely recognized as a form of powerful communication. Communication demonstrates good judgment of all available channels and translates one’s ability as a key facilitator and adept negotiator. This paper will address a negotiation situation that I have participated in. Analyze the roles of communication and personality leading up to the negotiation and discuss how it detracted from the outcome.
Negotiation Situation
“Negotiation is defined as a discussion among individuals where everyone contributes equally to reach to a conclusion benefiting all.” (Management Study Guide, 2008).
A negotiation situation I have participated in is the purchase of my first home. At the time the real estate market started to flourish and the scramble for me to own a home wasn’t the only caveat to achieving the American dream. My wife and I had two children, a third on the way with a small amount of money tucked away at a local community bank. The thought of providing a home for an impending family life change, was the positive action required of me to meet growing responsibilities, so I thought. I developed an action plan not really understanding that the rewards would only come from my actions prior to the negotiation.
Roles of Communication and Personality
To bargain......

...Negotiation Theory
Types of Negotiation
Table of contents
1. Introduction
2. Negotiation Theory: Foundations and Approaches
2.1. Basic concepts of negotiation
2.2. Negotiation approaches: An overview
2.2.1. Structural approach
2.2.2. Strategic approach
2.2.3. Behavioral approach
2.2.4. Processual approach
2.2.5. Integrative approach
2.3. Summary of approaches
3 Types of Negotiation
Negotiation Theory and Practice: A Review of the Literature
“major public policies are the outcome of a complex round of negotiation between interests, choices between values and competition between resources… there are no single ‘best’ options for any player in this game, for the ‘best’ outcome depends on what others do and what deals are possible.”
(Davis et.al., 1993)
1. INTRODUCTION
“Pure” conflict defined as the existence of competing interests between parties in absence of interests that are shared, is an anomaly in international relations where the defining feature of the relationship between states is mutual dependence. Such was the observation of Thomas Schelling, noted international economist, during the height of the Cold War. In the decades that have since transpired, globalizing developments in technology, communications, finance and trade have given rise to a world in which citizens, organizations and governments engage in millions of trans-national interactions on a daily basis. In the modern age, the......